Expanding on “How Well is the Deal Qualified?”
Mel Harding, VP of Marketing & Product Development over at our partner Occulus Inc., recently posted an article about deal qualification. I wanted to take a little time to expand …
Professional Selling: Rarely Accidental, Widely Misunderstood
Originally published September 1, 2013 at the Shanghai Business Review ALL OF US, in one way or another, are practicing salespeople. Daily interaction with everyone, from spouses to business associates, …
Were You Unable To Achieve Your Last Quarter Sales Targets?
Leveraging the optimism and energies at the beginning of a new quarter Numerous sales related blogs publish articles during the last two weeks of each quarter on what sales reps …
Affects of First Line Managers and Senior Leadership
Quick insights from one of our current training project I just finished the first follow up videoconference calls with a few trainees from Japan, this is about a month following the …
Work for and Chase Dreams
I really enjoyed the Roger Federer vs Juan Martin del Potro tennis final this past weekend. Classy duo, great stories, classic heavyweight three set match won by del Potro. Congratulations …
Customer Data Utilization
Recently we dined at Roy’s in Maui. At the end of dinner, the wait staff explained part of our bill was comped. We said thank you for the kind gesture, …
Achieving 2018 Resolutions
I’m revising how I make resolutions in 2018. Typically, I make resolutions, as many of us do January 1st. My major 2017 resolution was to lose weight. And just like …
Sales People Will Sell What they Want
How to get them to sell products out of their comfort zone What does this mean? Simply put, sales people will sell products they are comfortable with and products considered “low …
What one car sales man did right and the other four did wrong
Don’t miss out on those sales in front of you! I’m always amazed how sales reps lose sales that are in front of them. Let me share a story how an amazing Toyota sales rep sold …
Insight From My Singapore Trip
Just came back from four amazing days in Singapore where I met with many CEOs, MDs and AsiaPac Commercial Excellence Leaders. My key takeaway from this visit was that the …